Little Can be Big

Little can make a big difference. Let's call this the rule of "212". For example, water heated to 211 degrees is just water. But if you add one degree what happens? It boils. And boiling water can be used to power locomotives, steamships, factories - the possibilities are endless. Just a little thing - one degree - unleashes its potential.
So let's talk about the little things and how to keep track of them. It helps long term with client relationships.

Personal Notes:
With the advent of e-mail, sometimes it takes discipline to sit down and write out a personal note. But do it. Invest in some small personalized note cards on which you can just jot down a few lines, stick it in an envelope, address and mail.

"I had a few extra minutes while I was waiting for a conference call to begin, so I thought I would drop you this short note to say thank you for your business. "

"Know you haven't placed any business with us recently but this is just a short note to say how much we appreciated your business in the past." 

"Looking forward to hopefully doing more business with you, but until that time, just wanted to drop you a short note of gratitude for giving us that opportunity in February."

One of the beloved owners in NFL history was the late Mr. Art Rooney of the Pittsburgh Steelers. He would always spend part of his day writing notes of encouragement, congratulations or just saying hello to friends, professional acquaintance, and even strangers. Those notes were a big part of why he was so loved.
And what are sales all about? Relationships. And the little things.

Milestones:
One of the ways you can show your customers that you care is to find out about and keep track of important milestones for them, personally or for their business. Make mental notes or jot things down. Birthdays are obvious but there are plenty of other things in life!

"How did your mother pull through that operation? Is her recovery on schedule?"
"How's your son doing on his baseball team? Is a chip off the old block?"

"Did your husband take that new job? How does he like it?"

Don't forget business events, milestones or updates either.

"Happened to read about this going on in your industry and wonder if you've seen it." 
"Congrats! See you guys had a great second quarter! This must mean you can buy more promo products right? Ha ha!"


Humor:

Humor and wit are little things that can go a long way in building a batter rapport. In today's environment, when everybody is so stressed, working longer hours, and worrying about a fitful economy, anytime you can make someone laugh, it's a good thing.

"My 16-year old son just got his license and we received our first insurance bill. Yikes... looks like I'll be upping my margins to 80%."

Vendors:
All of the above notes targeting customers should also be directed toward some of your preferred vendors. After all, they are your partners in building your business. 

"Know it was a pain in the butt to turn that around, but thanks so very much for doing it." 
You can always ask a customer service rep who their boss is and send that person a note stating what a great job they have done. 


None of these little things individually will make a big difference in success with your customers. But, taken as a whole, they can nudge you up that one degree - providing power for your continued sales success.